Sales Strategy Workshops
From the start of the sales process, salespeople who win consistently know how to control the competition, the internal politics, and the decision-making process rather than just letting things happen. Others either don’t think that it is important or don’t know how. One of the strengths that has always set TCS's selling process apart from others is our thought leadership and methodology in the areas of competitive and political sales strategy.
Many other consultative “Discover –Link- Present” sales processes traditionally focus on the solution strategy and ignore competition and politics where research shows that over 50% of forecasted deals are lost. With only one of these processes and strategies your reps will be taking a knife to a gunfight. It takes all four legs of the stool for a stable forecast.
The Complex Sale, Inc. Workshops:
The Complex Sale has developed a sales methodology uniquely designed for industries with complex selling processes. In our R.A.D.A.R.® - Winning Opportunity Strategies workshop, we'll teach you the processes and skills you need to initiate, control and win the opportunities you can't afford to lose.
The Best Practices Sales Cycle (BPSC) workshop uses a collaborative framework to help your sales management team develop a best practices sales cycle unique to your organization, solution, target market and value proposition.
Salespeople leave this workshop with a greater understanding of how to read situations and adapt their behavior to get the most out of each event in the sales cycle.
T.otal E.nterprise A.ccount M.anagement® (T.E.A.M.) is a sales methodology and workshop that helps your organization build company-to-company relationships in strategic and global accounts, leading to improved customer satisfaction and repeat business.
The Best Practices Account Management & Segmentation workshop is designed to help sales managers segment accounts based on the objectives of revenue, relationship or referenceability.